Feature- Benefit Selling

What is a benefit

• Whats in it for the customer

• quality of a product

• disadvantage that customer wants from a product

• customer feedback

If a customer wants to be fashionable, the salesperson should emphasize features and benefits related to the product's

• uses
• construction
• appearance
• durability

A salesperson who tells a customer that a particular product will be easy to keep clean has presented a 

• customer benefit
• product demonstration
• service guarantee
• customer characteristic

Which of the following could you get from customers that would be a useful tool in selling:

• catalogs

• manuals

• testimonials

• promotional materials

All of the following are type of benefits EXCEPT:

• Hidden
• Unique
• Obvious
• Selling

Feature-benefit selling should always occur

• during the sales presentation

• before the sales dialogue

• after the product demonstration

• before the sales presentation

All of the following are common categories of product features EXCEPT:

• Testimonials and feedback 
• Constructions and materials
• Appearance and style
• Service and Warranty

Salespeople use feature-benefit charts to help them

• develop meaningful selling techniques
• handle difficult customers
• understand the selling process
• determine types of customer personalities 

What is a feature

• personal sanctification
• physical characteristic
• selling proposal 
• song artist

What must a salesperson know to create a feature-benefit chart?

• customer personality
• price of product
• features of your product
• target market